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Gamification

Gamification

Gamification applies elements of game-playing (e.g. point scoring, winning, rules of play) to engage employees (typically sales reps) and encourage them to meet specific expectations. B-to-b sales organizations can apply gamification to their enablement efforts in order to increase their reps’ engagement and support sales goals and objectives. For example, sales reps could earn points for everything from setting up an appointment with a new prospect to closing the most deals in one month. Gamification technology offers various program options for allowing sales reps to redeem points (e.g. third-party e-commerce sites, internal bonuses) that link to its gamification application. Gamification provides a reward-based approach to engagement, combining well with top-down, command-and-control approaches. Fun can be a great motivator and counterbalance to the pressure of selling. Gamification can also lessen the burden on sales enablement to cajole sales reps to stay on task – which is especially helpful during onboarding. Simply informing sales reps about their progress versus that of their peers can encourage them to step up their pace and prioritize onboarding activities. Show less...

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